Post on 21-Jan-2018
Training allows employees to acquire new skills, sharpen existing ones, perform better, increase productivity and be better leaders. In an ever changing and fast paced corporate world, training and development is an indispensable function
Managing Director
PROFILE OF IPDC TRAINING INSTITUTE
Bun Sucento
e have vast experience, we have accumulatedover the years to provide our Clients with acompetitive edge through the provision of qualityw
assured training and skills development courses. IPDC leading-edge training courses provide business professionals the skillsthey need to develop their competency, improve theirperformance, and drive business success. Our talented teamof national and regional trainers and consultants hasexceptional credentials complemented by practical, real-world experience
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Where Our Participants Are From 6 Countries
“Training programs were delivered effectively by excellent trainers with high qualitystandard. IPDC has become our preference and choices for our employee’s trainingdevelopment”
Fahrizal Tampubolon, MMHead of APRIL Learning Institute I PT Riau Andalan Pulp and Paper
Bangladesh
Brunai
Indonesia
Malaysia
Thailand
Vietnam
Participants have attended
our programs since 2001
50.000+
150+
95+
Open programs offered each
year
1000+Major clients and growing...
Independently minded and
experienced trainer and
facilitators
90+Customized learning soluction
delivered
“
PROFILE OF IPDC TRAINING INSTITUTE
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MissionTo inspire, equip and empower people,
through excellent personal development
training and consulting by providing
comprehensive professional services
to our client and building relationships
and develop innovative solutions, which
help dynamic people and organizations
create and realize value.
WHAT DRIVES US
We have a dedicated impact team that works under our vision, mission, corporate values and passion
VisionBeing a Recognized Industry Leader
Creating Value for Our Clients
Providing a Stimulating and Rewarding
Work Environment
Capitalizing on Opportunities to
Strengthen the Company
VMV
Vision, Mission and ValuesPROFILE OF IPDC TRAINING INSTITUTE
Vision, Mission and Values
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15 YEARS+ of excellent in training
High quality standard in process on obtaining ISO 9001 CERTIFICATION
100% Customer satisfaction guarantee
TRUSTED by many major corporation in indonesia and region
Learning partner and PREFERRED by many corporation
Offer a wideranged but FOCUS applied programs
EXCELLENT IN SERVICE
EXPERIENCED and caringevent staff
Trainers are INDUSTRY-TESTED
PROFESSIONALS and PROFESSORS gaining for
more than 25 years of professional experience coming from
international and national firms and nation’s top universities
respectively
Why
IPDC ?
PROFILE OF IPDC TRAINING INSTITUTE
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TRAINING CATEGORIES WE OFFERED
COMMUNICATION SKILLSOIL & GAS INDUSTRY TECHNICAL KNOWLEDGE AND PRACTICE
HSEPRE-RETIREMENT PROGRAM(PURNA BHAKTI)
HUMAN RESOURCESPRODUCTION SHARING CONTRACT (PSC), ACCOUNTING, FINANCIAL AND CONTRACTUAL ASPECTS
LOGISTIC, CONTRACT, AND SUPPLY CHAINMANAGEMENT
PROJECT AND PROCUREMENT MANAGEMENT
MANAGEMENT AND LEADERSHIP PURCHASING & MATERIAL MANAGEtMENT
MANAGEMENT OF TRAINING
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12 SECRETARIES AND OFFICE
ADMINISTRATION
Current Similar Experiences (in-house training)
IPDC has been facilitating agreat numbers of In-houseAnd Public Training Programsfor the last 16 years.
See our website www.ipdc.co.id (Clients and Gallery) tofind out on our experiences
Please call us for the copy ofcontract for fact and dataverification on our claimedexperiences.
PROFILE OF IPDC TRAINING INSTITUTE
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Rasuna Office Park 2/QO-08. Jl. HR. Rasuna Said, Jakarta 12960 Indonesia
Ph (+6221) 8378 6465 ; 8378 6477 ; 83786389
Fax (+6221) 8378 6478E-mail : training@ipdc.co.id; registration@ipdc.co.id
www.ipdc.co.id
Permanent Office
PROFILE OF IPDC TRAINING INSTITUTE
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LECTURE ICE BREAKERS AND GAMESCASE STUDIES AND PROBLEM
BASED LEARNING
GROUP COACHING GROUP DISCUSSION ROLE PLAY & PRACTICE
“It should be Fun, Interactive, and Applied”
APPROACH & METHODOLOGY
Training Delivery Method
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APPROACH & METHODOLOGY
Training Effectiveness Evaluation (The Four Levels of Learning Evaluation by Donald L. Kirkpatrick)
Level 1 Level 2 Level 4
Reaction Learning Results
Me
asu
rin
g
How participants react to the training program
Learning can be done through identifying what
evaluator wants to evaluate, (i.e., changes in knowledge,
skills, or attitudes
Final results that occurred because
participants already have attended training
program.
Ho
w t
o D
o It
?
Questions of surveys or questionnaires like these should be considered:• Did the trainees feel that
training was worth their time?
• What were the biggest strengths of training, and the biggest weaknesses?
• Learners’ skills and knowledge are assessed before training program.
• Candidates are unaware of the objectives and learning outcomes of the program.
Level 3
Behavior
The extent to which change in participants’ behavior has
occurred because of attending training
programs.
For measuring changes in behavior, questions like these should be considered:• Did the trainees put any of
their learning to use?• Are trainees able to teach their
new knowledge, skills, or attitudes to other people?
Measuring final results that occurred because
participants already have attended training
program.
BEFORE Training
• The phase where instructions are started.
• This phase consists of short tests and quizzes at regular intervals.
DURING Training
• Learners’ skills and knowledge are assessed again to measure the effectiveness of training program.
POST Training
Ch
ange
s
After gathering information, changes could be done based
on the trainees’ feedback and suggestions.
Make changes happen, these conditions are necessary, the trainees: • have the desire to change
themselves.• know what to do and how to
do it.• be trained in the right climate. • be rewarded for changing.
Outcomes or final results that are closely related to training program should be considered such as:• Increased employee
retention.• Higher morale.• Increased customer
satisfaction
IPDC will only use two levels for Training Effectiveness Evaluation
in this program
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As part of training delivery, IPDC shall submit the following items:
• Training material/ tool kit for all participants.
• Certificates of Achievement for all participants.
• Program documentation (In-Class session) and video recording.
• Report of Program Result
APPROACH & METHODOLOGYDeliverable
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TRAINING AGENDAOverview
Achieving organizational objectives from the supply market requires a sound approach toprocurement and effective use of influencing, persuasion and negotiation skills to changeattitude, persuade others to our opinions and agree both commercial and operationaloutcomes. These skills are essential for agreeing contractual arrangements at the outset ofa contract and then managing both commercial and operational issues during theimplementation, management and review phases of the contract life-cycle.
This 3-day course is designed to enhance awareness of key concepts relating to negotiationand essential procurement and contract management skills, and provide a safeenvironment in which to experiment, practice and receive feedback using “real play”procurement and contract management scenarios (using video if preferred).
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TRAINING AGENDAProgram Objectives
Upon completion of training, the participants are expected to be able to:
• Negotiate more confidently, both commercially and operationally, with suppliers and othercontract stakeholders.
• Develop tactics and strategies to become effective negotiators.
• Build a good long term relationship to obtain a win-win solution.
• Adopt new approaches to influencing and negotiating with suppliers and stakeholders,especially where predominant styles are not being effective.
• Lead the negotiation team
• Develop a strategy in negotiation with various private parties (government agencies, privateand community based organizations)
• Enhance understanding about common supply chain process and management in oil andgas business
• Enhance practical knowledge to function as a procurement or contract professional
PT. IPDC Consulting & Advisory | 13
TRAINING AGENDA
Agenda
Program Topics Highlights
Negotiation Skills
Negotiation Skills in Oil & Gas Pro-curement
Preparing for a
Successful Negotiation
Colla-borative
Negotiation
Complex/ Difficult
Negotiations
Negotiation in the
Procure-mentPhase
Closing The Deal
&
Practice & Simulation
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TRAINING AGENDAAgenda
Negotiation Skills Procurement and Contract SpecialistDAY ONE
Time Session Topic Discussed
07.45 – 08.00 Opening Sessions, Training Ground Rules and Ice Breakers
08.00 – 10.30Introduction to
Negotiation Skills
• Pre-Test (Assessment)• Introduction and Objectives & Ground Rules• Assessing Your Negotiating Skills in Sales• Principles of negotiation• Types of Negotiation in Organizations / Procurement / Contract• Concept of negotiation• Secrets of a successful negotiation
10.30 – 10.45 Coffee Break
10.45 – 12.00
Negotiation Skills in Oil &
Gas Procurement[Part 1]
• Oil & Gas Procurement and Contracting Processes• Plan And Prepare for Negotiations• An Approach to Negotiation• Negotiation for Value in Procurement and Contracts
Practice I Case Study I Simulation
12.00 – 13.00 Lunch Break and Prayer Time
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TRAINING AGENDAAgenda
Negotiation Skills Procurement and Contract SpecialistDAY ONE
Time Topic
13.00 - 15.00
Negotiation Skills in Oil & Gas Procurement
[Part 2]
• Negotiating Risks and Opportunity • The Negotiation Structure• Understand Key Steps of Negotiation• Effective Influencing Styles in Procurement and
Contract Management
15.00 – 15.15 Coffee Break
15.15 – 17.00 Practice and Role Plays in Oil & Gas Procurement Negotiation
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TRAINING AGENDAAgenda
Negotiation Skills Procurement and Contract SpecialistDAY TWO
Time Session Topic Discussed
08.00 – 10.30
Preparing for a Successful
Negotiation [Part 1]
• Robust planning to negotiate• Negotiation Team and Authorization to Negotiate (ATN)• Communication & Human Behaviour • Clear Negotiation Goals and Objectives• Opening - Bargaining – Closing
10.30 – 10.45 Coffee Break
10.45 – 12.00
Preparing for a Successful
Negotiation [Part 2]
• Best Alternative To a Negotiated Agreement ( BATNA) • Zone Of Possible Agreement (ZOPA) • Understanding Body Language • Establishing and Strengthening Positions
Practice I Case Study I Simulation:
Goods Procurement Negotiation: Prisoners Dilemma
12.00 – 13.00 Lunch Break and Prayer Time
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TRAINING AGENDAAgenda
Negotiation Skills Procurement and Contract SpecialistDAY TWO
Time Topic
13.00 - 15.00
Collaborative Negotiation
• Getting to Yes *)• People vs. Problem• Interest vs. Position • Options vs Portions• Objective Criteria
Practice I Case Study I Simulation
15.00 – 15.15 Coffee Break
15.15 – 17.00
Complex/ Difficult
Negotiations
• Spotting Key Indication Of Complexity And Difficulty
• Getting Past No *)• Wants vs. Needs• Sole source suppliers; Single source suppliers• Win/Win meets Win/Lose; Win/Win meets Lose/Lose• Ethical behavior and negotiation
Practice & Case Study: Services Contract Negotiation
*) Getting to Yes by Fisher and Ury nd Getting Past No by UryThis two topics are adapted from Harvard negotiation approach. The authors call it “A straightforward, universally
applicable method for negotiating personal and professional disputes without getting taken – and without getting angry.”
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TRAINING AGENDAAgenda
Negotiation Skills Procurement and Contract SpecialistDAY THREE
Time Session Topic Discussed
08.00 – 10.30
Negotiations in the Procurement Phase
[Part 1]
• Portfolio Analysis in Procurement: Value to Buyer vs. Number of Capable Suppliers
• $ Value vs. Transactional Volume• Essential Terms of Contract• Key Contract Clauses
10.30 – 10.45 Coffee Break
10.45 – 12.00
Negotiations in the Procurement Phase
[Part 2]
• Contract Risks Management• Contract Changes and Dispute Settlement
Practice :
EPCI Contract Negotiation
12.00 – 13.00 Lunch Break and Prayer Time
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TRAINING AGENDAAgenda
Negotiation Skills Procurement and Contract SpecialistDAY THREE
Time Topic
13.00 - 15.00
Communication & Human Behaviour
in Negotiations
• Questioning • Active listening • Perception checks • Assertive communication • Influencing and Persuasion Skills
Practice:
Contract Change Negotiation
15.00 – 15.15 Coffee Break
15.15 – 17.00
Closing The Deal• Choosing and Moving to a Close• Building Commitment to Implement Agreements
• Post Test• Lesson Learned and Evaluation• Commitment and Action Plan• Closing